Negotiation: From Theory to Practice

Jacques Rojot
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Jacques Rojot: University of Paris I - Sorbonne

in Palgrave Macmillan Books from Palgrave Macmillan

Date: 1991
ISBN: 978-1-349-11445-0
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Chapters in this book:

Introduction

Jacques Rojot

Understanding Conflict

Jacques Rojot

The Parties, the Environment and Bargaining Power

Jacques Rojot

Determinants of the Choice of a Negotiating Strategy

Jacques Rojot

The Selection of a Strategy

Jacques Rojot

Negotiating Tactics

Jacques Rojot

Negotiating Styles

Jacques Rojot

The Phases of Negotiation

Jacques Rojot

The Tasks in Negotiating

Jacques Rojot

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Persistent link: https://EconPapers.repec.org/RePEc:pal:palbok:978-1-349-11445-0

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DOI: 10.1007/978-1-349-11445-0

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